Mike Schultz

Posts by Mike Schultz

  • Meeting Your Sales Goals in 2020

    4 Keys to Hitting Your Sales Goals in 2020

    December 3, 2019

    Editor's Note: This guest post was contributed by Mike Schultz, President of RAIN Group. With 2020 around the corner, it’s time to begin thinking about and planning for your sales success in the year ahead. Buying is changing. With technology, buyers have a wealth of information and an endless number of options at their fingertips. They are well-educated and...

  • Man working in office

    How to Develop an Action Plan for Sales Success

    June 4, 2019

    Editor’s Note: This guest post was contributed by Mike Schultz, President, RAIN Group. “Setting a goal is not the main thing. It is deciding how you will go about achieving it and staying with that plan.” ― Tom Landry, Hall of Fame football coach Athletes, professionals, and people in general all have goals. These aspirations represent what’s really important to...

  • The Sales Motivation Myth You Need to Stop Believing

    November 20, 2018

    Editor’s Note: This guest post was contributed by Mike Schultz, President, RAIN Group. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given the recent Harvard Business Review articles with titles like “Motivating Sales People: What...

  • Top of desk view displaying a MIcrosoft Surface with teal keyboard, spiral notebooks, file folders, office supplies, and a plant.

    3 Secrets to Boost Your Sales Productivity

    August 23, 2018

    Editor’s Note: This guest post was contributed by Mike Schultz, President of RAIN Group. When I was first selling about 20 years ago,...

  • 9 Tips to Succeed in Selling Financial Services

    August 2, 2018

    Editor's Note: This post was co-authored by Mike Schultz and Gord Smith. When it comes to selling financial services, professionals...

  • Valentine's Day Candy

    4 Tips to Get Buyers to Fall in Love with You this...

    February 14, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President, RAIN Group. While Valentine’s Day is typically centered...